Veles

What do they actually do

Veles is a front-end “sales calculator” that sits on top of enterprise CPQ/billing systems like Salesforce CPQ/Revenue Cloud and Zuora. Sales reps use it during calls to model multiple pricing options (bundles, tiers, discounts), present scenarios live, collaborate in deal rooms, and then push approved quote lines back into Salesforce/CPQ to avoid duplicate data entry Veles solutions Integrations SFDC CPQ overlay.

RevOps and finance get versioned pricing, A/B testing for pricing, and analytics on discounts, margin, and product performance, with enterprise controls like policy approvals, SSO/SCIM, and audit logs Veles solutions Pricing/enterprise features. The company shows live customers and case studies (e.g., Procore, Maybern) and has a YC listing, indicating the product is in production use Customers Procore case study YC listing.

Near term, Veles is adding consumption planning, deeper analytics/experiments, stronger enterprise hosting/controls, tighter integrations, and LLM-assisted pricing/proposal generation Demo Solutions Pricing.

Who are their target customer(s)

• Enterprise account executives (AEs): They need to model and present multiple pricing options live without losing momentum, but current CPQ screens are slow and reps fall back to spreadsheets that break the flow and cause errors Veles solutions Customers.
• Deal desk / RevOps teams: They spend time manually assembling quotes and re-entering line items into CPQs, leading to version conflicts and approval delays that bottleneck deals Integrations Veles solutions.
• Pricing and finance leaders: They lack a controlled way to run pricing experiments and see margin/revenue impact in real time, making it hard to enforce policy and learn what works Veles solutions Pricing.
• Sales leaders / revenue heads: They want consistent pricing behavior and faster time-to-quote to improve win rates, but inconsistent discounts and slow quoting extend cycles and obscure what drives ARR growth Customers Veles solutions.
• IT / security / compliance teams: They require enterprise controls (SSO/SCIM, audit logs, optional single-tenant) and clear data governance before approving new sales tools Pricing Enterprise.

How would they acquire their first 10, 50, and 100 customers

• First 10: Run tight, referenceable pilots with RevOps/deal desk; use live in-call demos to show reps multi-option quoting that syncs back to Salesforce/CPQ, leveraging early wins like Procore as proof Procore case study Veles solutions.
• First 50: Turn the pilot into a repeatable outbound motion targeting AEs, deal desks, and pricing leaders at mid-to-large SaaS accounts; recruit Salesforce/CPQ consultancies and SIs to surface Veles during CPQ/billing rollouts Customers Integrations.
• First 100: Productize onboarding (sandbox templates, admin configs) and scale co-sell/channel in the Salesforce/CPQ ecosystem; use analytics/experiment tooling and enterprise controls as retention hooks and reference generators Pricing/enterprise features Integrations.

What is the rough total addressable market

Top-down context:

Veles straddles sales enablement (~$5.23B in 2024) and CPQ/quote‑to‑cash (multi‑billion), yielding a focused, current TAM of roughly $8–12B; including the broader sales software stack lifts the upper bound to ~$30B+ Grand View Research DataIntelo Technavio Mordor Intelligence.

Bottom-up calculation:

Start with sales enablement at ~$5.23B (2024), add the portion of CPQ/Q2C spend addressable by a quoting front end (these categories are each measured in the low-to-mid billions), and subtract overlap to arrive at ~$8–12B; using broader sales software estimates gives an upper bound around $30B+ Grand View Research DataIntelo Mordor Intelligence Technavio.

Assumptions:

• Significant overlap exists between sales enablement and CPQ/Q2C budgets at the same buyers, so direct summation would double-count.
• Veles addresses only a portion of CPQ/Q2C spend (front-end quoting and pricing controls), not full back-end replacement.
• Focus is on mid-to-large SaaS/enterprise sellers rather than the entire global sales software universe.

Who are some of their notable competitors

• Salesforce Revenue Cloud / Salesforce CPQ: The default enterprise CPQ/quote-to-cash for Salesforce customers, covering configuration, pricing rules, approvals, and billing inside the CRM. Veles competes by providing a faster, interactive quoting surface that syncs with Salesforce CPQ Salesforce CPQ overview Trailhead features.
• DealHub: End-to-end CPQ plus collaborative DealRoom focused on guided selling, proposals, and subscription workflows. Overlaps with Veles on live quoting and collaboration but positions as a full CPQ/quote-to-revenue platform rather than an overlay DealHub.
• Conga (formerly Apttus): Enterprise CPQ and contract automation for complex, rules-heavy quoting and quote-to-cash. Veles differentiates as a lightweight interactive quoting UI/analytics layer instead of replacing the Q2C engine Conga CPQ.
• Vendavo: Pricing and CPQ vendor emphasizing price optimization, deal guidance, and margin protection. Overlaps with Veles on pricing analytics and deal guidance but centers on price-engine workflows Vendavo products.
• PandaDoc: Proposal and e-sign platform that creates quotes/proposals and integrates with CRMs. Competes where the process is document-led; Veles is focused on live modeling and syncing approved lines back to enterprise CPQs PandaDoc.